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- W2032920754 abstract "ABSTRACT We examined the attributional processes involved in the success and failure of upward influence tactics and hypothesized that the success or failure of such tactics that affect the self-esteem and self-perception of the subordinate should be attributed to a ego-defensive bias. Male executives (N = 260) from four different organizations in India responded to a questionnaire containing items on influence tactics and the causes of their success or failure. A stepwise multiple regression analysis revealed that the success or failure of reasoning as a tactic was due to a defensiveness bias; success of personalized help and ingratiation had a more factual attribution. The results showing failure for the tactics of defiance and for conditional cooperation and confrontation, however, were mixed and need further explication." @default.
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- W2032920754 date "1991-01-01" @default.
- W2032920754 modified "2023-10-17" @default.
- W2032920754 title "Attributing Upward Influence Attempts in Organizations" @default.
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- W2032920754 doi "https://doi.org/10.1080/00223980.1991.10543270" @default.
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